Question 1

The two-way flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision is referred to as

Accepted Answer

A)  direct selling
B)  indirect selling
C)  unsolicited selling
D)  personal selling
E)  pre-determined sellingF) A) and E)
G) B) and D)

Question 2

Asking the prospect to make a decision on some aspect of the purchase is referred to as a(n)  __________ close.

Accepted Answer

A)  urgency
B)  preemptory
C)  presumptive
D)  trial close
E)  finalF) A) and D)
G) A) and E)

Question 3

The practice of using the telephone rather than personal visits to contact customers is referred to as __________.

Accepted Answer

A)  cross-calling
B)  cold canvassing
C)  inbound telemarketing
D)  outbound telemarketing
E)  masochistic salesF) A) and B)
G) A) and C)

Question 4

Perhaps the greatest impact on salesforce communication is the application of __________ technology.

Accepted Answer

A)  Internet
B)  facsimile
C)  voice-mail
D)  cell phones
E)  Web-camerasF) None of the above
G) A) and D)

Question 5

Explain the difference between a lead, a prospect, and a qualified prospect.

Accepted Answer

A lead is the name of a person who may b...

Question 6

A __________ is a written document that describes job relationships and requirements that characterize each sales position.

Accepted Answer

A)  sales plan
B)  job analysis
C)  job description
D)  performance contract
E)  personal performance planF) A) and E)
G) A) and D)

Question 7

During the sales presentation, the prospect interrupted the salesperson's presentation and said, "Wait a minute; this looks like it's going to cost too much." The salesperson responded, "I think you'll be delighted with how relatively inexpensive this program is.I'll address the subject of price in just a moment." Which objection-handling technique has the salesperson used?

Accepted Answer

A)  denial
B)  postpone
C)  agree and neutralize
D)  ignore the objection
E)  acknowledge and convert the objectionF) B) and E)
G) A) and D)

Question 8

A(n)  __________ contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Accepted Answer

A)  sales call report
B)  selling expense report
C)  sales quota
D)  last year/current year sales ratio report
E)  income statementF) B) and E)
G) D) and E)

Question 9

At the __________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Accepted Answer

A)  prospecting
B)  preapproach
C)  approach
D)  qualifying
E)  trial closeF) A) and D)
G) B) and D)

Question 10

A disadvantage of a customer sales organization is

Accepted Answer

A)  an increased need for multilingual salespeople.
B)  the smaller number of qualified sales managers.
C)  the need to assign both local and regional territories.
D)  the need for close teamwork amongst a diverse salesforce.
E)  higher administrative costs and some duplication of selling effort.F) B) and E)
G) A) and C)

Question 11

FIGURE 17-3 
-Figure 17-3 above shows there are six stages in the personal selling process ("A" through "F")  along with the objective(s)  of each stage.If the salesperson's objective is to "obtain a purchase from the prospect and create a customer," what is the name of this stage of the personnel selling process?

Accepted Answer

A)  approach
B)  presentation
C)  follow-up
D)  preapproach
E)  closeF) A) and C)
G) D) and E)

Question 12

Anne Mulcahy is successfully restoring Xerox's legendary marketing and financial vitality.She states that Xerox's guiding principle is

Accepted Answer

A)  "Doing what's right for the customer."
B)  "Doing what's right to ensure sustainability".
C)  "Doing what's right for the environment".
D)  "Doing what's right to meet competitors head-on".
E)  "Doing what's right to survive".F) B) and E)
G) All of the above

Question 13

There are three key reasons for putting the customer into customer solutions in selling: Considerable time and effort is necessary to fully understand a specific customer's requirements, effective customer solutions are based on relationships among sellers and buyers, and __________, thereby creating value for them.

Accepted Answer

A)  ultimately, it is the customer who converts a lead into a sale
B)  adaptive selling; only the customer knows how much they are willing to pay for any given solution
C)  consultative selling is central to providing novel solutions for customers
D)  only the customer knows when the solution has finally been found
E)  customers who participate in the customer solutions process are more forthcoming with informationF) A) and D)
G) B) and E)

Question 14

In the __________ stage of the personal selling process the cultural setting is very important.

Accepted Answer

A)  presentation
B)  prospecting
C)  preapproach
D)  approach
E)  closeF) A) and C)
G) All of the above

Question 15

With a __________, a salesperson is paid a specified salary plus a commission on sales or profits generated.

Accepted Answer

A)  sales response compensation plan
B)  combination compensation plan
C)  straight sales compensation plan
D)  straight commission compensation plan
E)  sales function compensation planF) A) and D)
G) None of the above

Question 16

An advantage of the straight salary compensation plan is

Accepted Answer

A)  it provides good incentive to expand sales volume.
B)  it can be easily adapted to changes in the economy.
C)  it can be bundled with other benefits such as life or health insurance.
D)  salaries can be lower since personal income tax deductions will be lower.
E)  it is easy to administer and gives management greater control over how salespeople allocate their efforts.F) A) and B)
G) A) and C)

Question 17

Explain the difference between personal selling and sales management.

Accepted Answer

Personal selling involves the two-way fl...

Question 18

An effective sales plan objective should be

Accepted Answer

A)  general, measurable, and flexible.
B)  profitable, subjective, and measurable.
C)  precise, profitable, and flexible.
D)  precise, measurable, time specific.
E)  general, flexible, and profitable.F) B) and C)
G) C) and D)

Question 19

FIGURE 17-7 
-Many firms such as Xerox (see Figure 17-7 above) , use a cross-functional sales practice known as __________.

Accepted Answer

A)  collaborative selling
B)  cooperative selling
C)  account selling
D)  formula selling
E)  team sellingF) C) and D)
G) B) and D)

Question 20

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan, such as those involving

Accepted Answer

A)  new sales, new lead generation, and customer billing.
B)  sales calls, selling expenses, and account management policies.
C)  selling expenses, profits generated, and account management policies.
D)  new lead generation, sales quotas, sales increases over the previous evaluation period.
E)  recruitment of new sales representatives, performance recognition, and personal sales.F) A) and E)
G) All of the above

Exam 17: Personal Selling and Sales Management

Anne Mulcahy is successfully restoring Xerox's legendary marketing and financial vitality.She states that Xerox's guiding principle is

Correct Answer
verified

A disadvantage of a customer sales organization is

Correct Answer
verified

The two-way flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision is referred to as

Correct Answer
verified

Asking the prospect to make a decision on some aspect of the purchase is referred to as a(n) __________ close.

Correct Answer
verified

The practice of using the telephone rather than personal visits to contact customers is referred to as __________.

Correct Answer
verified

FIGURE 17-7 -Many firms such as Xerox (see Figure 17-7 above) , use a cross-functional sales practice known as __________.

Correct Answer
verified

With a __________, a salesperson is paid a specified salary plus a commission on sales or profits generated.

Correct Answer
verified

A(n) __________ contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Correct Answer
verified

An advantage of the straight salary compensation plan is

Correct Answer
verified

An effective sales plan objective should be

Correct Answer
verified

A __________ is a written document that describes job relationships and requirements that characterize each sales position.

Correct Answer
verified

Correct Answer
verified

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan, such as those involving

Correct Answer
verified

In the __________ stage of the personal selling process the cultural setting is very important.

Correct Answer
verified

Explain the difference between personal selling and sales management.

Correct Answer
verified
Personal selling involves the two-way fl...
View Answer

At the __________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Correct Answer
verified

Correct Answer
verified

Explain the difference between a lead, a prospect, and a qualified prospect.

Correct Answer
verified
A lead is the name of a person who may b...
View Answer

Correct Answer
verified

Perhaps the greatest impact on salesforce communication is the application of __________ technology.

Correct Answer
verified

Exam 17: Personal Selling and Sales Management

Anne Mulcahy is successfully restoring Xerox's legendary marketing and financial vitality.She states that Xerox's guiding principle is

Correct AnswerverifiedShow Answer

A disadvantage of a customer sales organization is

Correct AnswerverifiedShow Answer

The two-way flow of communication between a buyer and a seller, often in a face-to-face encounter, designed to influence a person's or group's purchase decision is referred to as

Correct AnswerverifiedShow Answer

Asking the prospect to make a decision on some aspect of the purchase is referred to as a(n) __________ close.

Correct AnswerverifiedShow Answer

The practice of using the telephone rather than personal visits to contact customers is referred to as __________.

Correct AnswerverifiedShow Answer

FIGURE 17-7 -Many firms such as Xerox (see Figure 17-7 above) , use a cross-functional sales practice known as __________.

Correct AnswerverifiedShow Answer

With a __________, a salesperson is paid a specified salary plus a commission on sales or profits generated.

Correct AnswerverifiedShow Answer

A(n) __________ contains specific goals assigned to a salesperson, sales team, branch sales office, or sales district for a stated time period.

Correct AnswerverifiedShow Answer

An advantage of the straight salary compensation plan is

Correct AnswerverifiedShow Answer

An effective sales plan objective should be

Correct AnswerverifiedShow Answer

A __________ is a written document that describes job relationships and requirements that characterize each sales position.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Quantitative assessments of sales performance may be based on input-related objectives set forth in the sales plan, such as those involving

Correct AnswerverifiedShow Answer

In the __________ stage of the personal selling process the cultural setting is very important.

Correct AnswerverifiedShow Answer

Explain the difference between personal selling and sales management.

Correct AnswerverifiedPersonal selling involves the two-way fl...View AnswerShow Answer

At the __________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Explain the difference between a lead, a prospect, and a qualified prospect.

Correct AnswerverifiedA lead is the name of a person who may b...View AnswerShow Answer

Correct AnswerverifiedShow Answer

Perhaps the greatest impact on salesforce communication is the application of __________ technology.

Correct AnswerverifiedShow Answer

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Personal selling involves the two-way fl...
View Answer

Correct Answer
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A lead is the name of a person who may b...
View Answer

Correct Answer
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Correct Answer
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